Used car sales are an important sales method in the commercial vehicle market. Usually, more than 3 car owners need to be replaced throughout the entire life cycle of a commercial vehicle. Statistics from the China Automobile Dealers Association show that in 2018, the national se

Used car sales are an important sales method in the commercial vehicle market. Usually, more than 3 car owners need to be replaced throughout the entire life cycle of a commercial vehicle. Statistics from the China Automobile Dealers Association show that in 2018, the national second-hand commercial vehicle transaction volume exceeded 2.4 million. Judging from the future development trend, the used car market is a "blue ocean" market and has huge potential to be tapped.

Commercial vehicles have many categories, complex car systems, and the actual use environment of vehicles varies greatly. Second-hand car transactions generally have problems such as opaque car conditions and sky-high asking prices, which seriously affects transaction efficiency and hinders the healthy development of the second-hand commercial vehicle market. In recent years, the demand for replacement of second-hand commercial vehicles has continued to rise, revitalizing the second-hand commercial vehicle market has become an important factor in the sustainable development of the commercial vehicle industry. For a long time, the sales of used cars for commercial vehicles have been "scattered, chaotic, and poor". The biggest pain points are: First, the lack of fair and fair third-party testing, and the inspection and evaluation are carried out only on the personal experience of the master; Second, the evaluation of used cars lacks unified industry standards, and is usually valuated based on the years and mileage, which is too extensive and general; Third, problems that cannot be traced later, and second-hand car transactions are most afraid of accident cars, and they are not responsible for any accidents once the transaction is completed.

The author noticed that in the field of used car transactions for luxury passenger cars (more than 500,000 yuan), Shanxi Yijiayi Auto Sales Service Co., Ltd. has successfully solved the above customer pain points through business model innovations such as online marketing, full-process online inspection information, and provision of after-sales services. From its establishment on December 30, 2019 to the present, it has become a benchmark enterprise in the used car industry, with an annual sales volume of more than 3,000 units. The author studied the business model of OnePlus One and found that the secret of its success is: First, there are strict second-hand car transaction standards, such as: 100,000 kilometers in 8 years. If there is a huge risk of second-hand cars exceeding this standard, onePlus One will never collect cars or consign. Once there is a problem, its reputation loss is much greater than the economic loss; Second, all vehicle inspection information is disclosed throughout the entire network. After any used car acquired or consigned enters OnePlus One, it needs to conduct a round of all-round three-dimensional scanning and multiple rounds of manual inspection. The inspector also needs to peel off the outer guard plate, carpet, etc. (recoverability disassembly) for in-depth inspections to prevent accidents and water soaking trucks; Third, there is an authoritative second-hand car value assessment system, According to the brand, configuration, age and mileage, there are detailed price systems. Other second-hand car companies use the price of One Plus One as the benchmark reference price; fourth, strong financial strength, flexible trading mode, can be purchased or consigned, and the used car is paid immediately after the inspection is completed. For example, Rolls-Royce's Cullinan, more than 7 million yuan is paid in one lump sum; fifth, One Plus One bears the risks of second-hand car transactions. Once an accident car or water truck occurs, all of them will be responsible for solving customers' worries; sixth, provide follow-up quality services. Many second-hand cars have exceeded the original manufacturer's three-guarantee period, and follow-up services can be selected to provide services of the same quality as the original manufacturer.

It can be seen that OnePlus has successfully solved the pain points of customers through business model innovation and provided systematic guarantees for used car transactions. The author checked the online video of "One Plus One Second Brother" and found that its price was 2-4% higher than the quotations of other second-hand merchants. Many customers were willing to pay the 2-4% extra price difference out of trust in One Plus One, which was a safe look.

Let’s look at the current major sales models of used commercial vehicles: 1. Hypermarket model; 2. Replacement model; 3. Automobile Group operates used car business; 4. Used car consignment; 5. Used car trading platform.

The above models have their advantages and disadvantages, but the author believes that the most difficult thing in the second-hand commercial vehicle transaction process is vehicle evaluation. Identifying the vehicle's condition and giving an estimate that is worth the money is the most concerned issue for users. Since commercial vehicle value assessment requires complex processes, it is necessary to conduct comprehensive inspections of components such as engines, transmissions, axles, etc., and ordinary customers do not have this ability. At the same time, the second-hand commercial vehicle market has never had a reasonable evaluation system or unified standard, which has also reduced consumers' trust in second-hand commercial vehicles.The certification system for second-hand commercial vehicles by vehicle companies is almost blank; the evaluation system for second-hand commercial vehicles has not been established; the export policy for second-hand commercial vehicles is subject to export control; many regions have not yet had sufficient understanding of the commercial vehicle industry, etc., which has led to some companies and dealers being unable to do it.

In summary, the author suggests: You can learn from the experience of Yijiayi's business model innovation and innovate the model of second-hand car sales of commercial vehicles.

First, a commercial alliance is formed by vehicle companies and powerful second-hand car dealers to jointly formulate a used car quality certification system and a price evaluation system to make used car transactions transparent. Pricing is carried out according to the customer's specific use scenarios and vehicle damage, breaking the traditional pricing principles of years and mileage. Establish an integrity system, resolutely eliminate fraud in accident cars, and once problems arise, the commercial alliance will compensate.

Second, the used car market adopts professional online sales. At present, many used car dealers have conducted online sales through online platforms such as Douyin, Kuaishou, Xigua Video, etc. Its professionalism is very poor. It only introduces the basic configuration and basic status of the vehicle. It lacks detailed explanations of the use scenarios of the vehicle and vehicle damage. These online anchors themselves are not professional. It is recommended that online sales show the inspection process of the entire vehicle in all aspects. Online anchors need to improve their knowledge level, and the industry needs to establish employment qualification access standards as soon as possible.